Ownership closing – paint the picture of what their life will be like w/ the close. in the house, look at the TV to watch football here and have breakfast with coffee over here.

After showing someone something nice, you can show them something cheap.

$18000 more for the house over 30 years is only $600 more a year and its only $1.50 more a day. one question? “honey, would you give a $1.50 more a day to have a happy wife instead of just a wife?” guess where we live =)

“If the prospect has a problem, they want to solve it.”

Embarrassment close = something cheap or doing the $1.50. she didn’t mean to embarrass but the results were the same. motives were pure. she wanted that house.

Sales process is a constant closing process.

Make it easy for prospect to buy. translate it into an affordable amount. Never once say we can’t afford it. Not hearing any negative talk.

Asked lots of questions. Every professional or tax consultants / doctors / lawyers. Socratic method of leading people to decisions.

A lot of people don’t know what they want because they don’t know whats available

Walk in to 1 place looking for one thing and coming out with another.

People don’t buy just what they really need. how big house, skirts, cars, etc?

We sell people what they want. the prospect says NO because they don’t KNOW enough.

No one is going to get big stack of money for little stack of value.

Some people don’t have any money. no persuasion matters.

Don’t fold your tent too quickly. Keep probing for a sell. Don’t throw in towel at first sign of resistance. Pleasant, polite and professional too.

People buy what they want when they want the item MORE than the cost of that item.

Imagine if you just wait mr. prospect until everything is just right. you might end up waiting till its too late. journey of a thousand weeks starts with a single step.

Any reason why you should not treat yourself and be treated well today?

Have prospect choose between something and something not vs something and nothing.

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